The Art of Woo

The Art of Woo

Using Strategic Persuasion to Sell your Ideas

Audiobook CD - 2007
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Your projects, programs, and career turn on the difference between "no" and "yes." Yet selling ideas--especially the kinds of ideas that make organizations work--is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It's about helping others to see things your way--engaging their minds and imaginations.

Charles Lindbergh, for example, needed woo to assemble backers for his famous flight. Nelson Mandela also used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.

In The Art of Woo , Professors G. Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits you best and how to make the most of your natural strengths. They also share vivid stories from their experiences advising thousands of leaders and stories about famous people like John D. Rockefeller, Andrew Carnegie, Andy Grove, and Bono.

Whether you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skill in every aspect of your life.
Publisher: [Old Saybrook, CT] : Tantor Media, c2007
ISBN: 9781400105304
Branch Call Number: CD BK 658 .85 SHE
Characteristics: 8 sound discs (10.5 hr.) :,digital ;,4 3/4 in
Additional Contributors: Moussa, Mario
Sklar, Alan


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Jan 05, 2017

Well written book. Lessons taught:
1) Survey your situation: develop and polish your idea, map the decision making system, devise a stepping stone strategy for idea sowing campaign; determine who to call and what order
2) Confront the 5 barriers
a) relationships b) credibility c) tuning to the other person's channel (speak to people in the language that they will understand) d) beliefs and values (salute the flags of their beliefs and values) e) interests and needs (power of self-interest in persuasion, talk about what they want and how to get it)
3) Make your 10 min pitch
a) problem b) cause c) answer d) net benefit
Gather data and confront the brutal facts
Present both sides (steal their thunder)
4) Secure your commitment

Technique for producing ideas
a) define the problem
b) research relentlessly
c) let it cook
d) catch the idea as it flies by; be alert
e) shape and polish

Soft-selling in a hard world - Jerry Vast
a) why would the other party support your idea?
b) what do other parties want that I can give to gain their support?
c) why might they say no?

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